Style is the search of the informed buyer. Natural, orange, low intervention, a specific region: small volumes, almost no competition, and customers who spend more and return often.
Pairing questions reach everybody else. What to drink with a particular dish is asked constantly by people who do not feel confident choosing, and answering it puts the shop in front of them at exactly the right moment.
Tastings are searched as an evening out. They compete with restaurants rather than with other wine shops, which puts a shop in front of people who were not planning to buy anything at all.
The gifting season is fixed and starts early. Cases, corporate orders and presents are searched from October; by the time the tinsel is up those choices were made a month ago.